David and Goliath: Underdogs, Misfits, and the Art of Battling Giants

by Malcolm Gladwell

  And furthermore, one of the common side effects of acromegaly is vision problems. Pituitary tumors can grow to the point where they compress the nerves leading to the eyes, with the result that people with acromegaly often suffer from severely restricted sight and diplopia, or double vision. Why was Goliath led onto the valley floor by an attendant? Because the attendant was his visual guide. Why does he move so slowly? Because the world around him is a blur. Why does it take him so long to understand that David has changed the rules? Because he doesn’t see David until David is up close. “Come to me, that I may give your flesh to the birds of the heavens and the beasts of the field,” he shouts out, and in that request there is a hint of his vulnerability. I need you to come to me because I cannot locate you otherwise. And then there is the otherwise inexplicable “Am I a dog that you come to me with sticks?” David had only one stick. Goliath saw two.

  What the Israelites saw, from high on the ridge, was an intimidating giant. In reality, the very thing that gave the giant his size was also the source of his greatest weakness. There is an important lesson in that for battles with all kinds of giants. The powerful and the strong are not always what they seem.

  David came running toward Goliath, powered by courage and faith. Goliath was blind to his approach—and then he was down, too big and slow and blurry-eyed to comprehend the way the tables had been turned. All these years, we’ve been telling these kinds of stories wrong. David and Goliath is about getting them right.

  1 The modern world record for slinging a stone was set in 1981 by Larry Bray: 437 meters. Obviously, at that distance, accuracy suffers.

  2 The Israeli minister of defense Moshe Dayan—the architect of Israel’s astonishing victory in the 1967 Six-Day War—also wrote an essay on the story of David and Goliath. According to Dayan, “David fought Goliath not with inferior but (on the contrary) with superior weaponry; and his greatness consisted not in his being willing to go out into battle against someone far stronger than he was. But in his knowing how to exploit a weapon by which a feeble person could seize the advantage and become stronger.”

  Part One

  The Advantages of Disadvantages (and the Disadvantages of Advantages)

  Some pretend to be rich, yet have nothing; others pretend to be poor, yet have great wealth.

  Proverbs 13:7

  Chapter One

  Vivek Ranadivé

  “It was really random. I mean, my father had never played basketball before.”

  1.

  When Vivek Ranadivé decided to coach his daughter Anjali’s basketball team, he settled on two principles. The first was that he would never raise his voice. This was National Junior Basketball—the Little League of basketball. The team was made up mostly of twelve-year-olds, and twelve-year-olds, he knew from experience, did not respond well to shouting. He would conduct business on the basketball court, he decided, the same way he conducted business at his software firm. He would speak calmly and softly, and he would persuade the girls of the wisdom of his approach with appeals to reason and common sense.

  The second principle was more important. Ranadivé was puzzled by the way Americans play basketball. He is from Mumbai. He grew up with cricket and soccer. He would never forget the first time he saw a basketball game. He thought it was mindless. Team A would score and then immediately retreat to its own end of the court. Team B would pass the ball in from the sidelines and dribble it into Team A’s end, where Team A was patiently waiting. Then the process would reverse itself.

  A regulation basketball court is ninety-four feet long. Most of the time, a team would defend only about twenty-four feet of that, conceding the other seventy feet. Occasionally teams played a full-court press—that is, they contested their opponent’s attempt to advance the ball up the court. But they did it for only a few minutes at a time. It was as if there were a kind of conspiracy in the basketball world about the way the game ought to be played, Ranadivé thought, and that conspiracy had the effect of widening the gap between good teams and weak teams. Good teams, after all, had players who were tall and could dribble and shoot well; they could crisply execute their carefully prepared plays in their opponent’s end. Why, then, did weak teams play in a way that made it easy for good teams to do the very things that they were so good at?

  Ranadivé looked at his girls. Morgan and Julia were serious basketball players. But Nicky, Angela, Dani, Holly, Annika, and his own daughter, Anjali, had never played the game before. They weren’t all that tall. They couldn’t shoot. They weren’t particularly adept at dribbling. They were not the sort who played pickup games at the playground every evening. Ranadivé lives in Menlo Park, in the heart of California’s Silicon Valley. His team was made up of, as Ranadivé put it, “little blond girls.” These were the daughters of nerds and computer programmers. They worked on science projects and read long and complicated books and dreamed about growing up to be marine biologists. Ranadivé knew that if they played the conventional way—if they let their opponents dribble the ball up the court without opposition—they would almost certainly lose to the girls for whom basketball was a passion. Ranadivé had come to America as a seventeen-year-old with fifty dollars in his pocket. He was not one to accept losing easily. His second principle, then, was that his team would play a real full-court press—every game, all the time. The team ended up at the national championships. “It was really random,” Anjali Ranadivé said. “I mean, my father had never played basketball before.”

  2.

  Suppose you were to total up all the wars over the past two hundred years that occurred between very large and very small countries. Let’s say that one side has to be at least ten times larger in population and armed might than the other. How often do you think the bigger side wins? Most of us, I think, would put that number at close to 100 percent. A tenfold difference is a lot. But the actual answer may surprise you. When the political scientist Ivan Arreguín-Toft did the calculation a few years ago, what he came up with was 71.5 percent. Just under a third of the time, the weaker country wins.

  Arreguín-Toft then asked the question slightly differently. What happens in wars between the strong and the weak when the weak side does as David did and refuses to fight the way the bigger side wants to fight, using unconventional or guerrilla tactics? The answer: in those cases, the weaker party’s winning percentage climbs from 28.5 percent to 63.6 percent. To put that in perspective, the United States’ population is ten times the size of Canada’s. If the two countries went to war and Canada chose to fight unconventionally, history would suggest that you ought to put your money on Canada.

  We think of underdog victories as improbable events: that’s why the story of David and Goliath has resonated so strongly all these years. But Arreguín-Toft’s point is that they aren’t at all. Underdogs win all the time. Why, then, are we so shocked every time a David beats a Goliath? Why do we automatically assume that someone who is smaller or poorer or less skilled is necessarily at a disadvantage?

  One of the winning underdogs on Arreguín-Toft’s list, for example, was T. E. Lawrence (or, as he is better known, Lawrence of Arabia), who led the Arab revolt against the Turkish army occupying Arabia near the end of the First World War. The British were helping the Arabs in their uprising, and their goal was to destroy the long railroad the Turks had built running from Damascus deep into the Hejaz Desert.

  It was a daunting task. The Turks had a formidable modern army. Lawrence, by contrast, commanded an unruly band of Bedouin. They were not skilled troops. They were nomads. Sir Reginald Wingate, one of the British commanders in the region, called them “an untrained rabble, most of whom have never fired a rifle.” But they were tough and they were mobile. The typical Bedouin soldier carried no more than a rifle, a hundred rounds of ammunition, and forty-five pounds of flour, which meant that he could travel as much as 110 miles a day across the desert, even in summer. They carried no more than a pint of drinking water, since they were so good at finding water in the desert. “
Our cards were speed and time, not hitting power,” Lawrence wrote. “Our largest available resources were the tribesmen, men quite unused to formal warfare, whose assets were movement, endurance, individual intelligence, knowledge of the country, courage.” The eighteenth-century general Maurice de Saxe famously said that the art of war was about legs, not arms, and Lawrence’s troops were all legs. In one typical stretch in the spring of 1917, his men dynamited sixty rails and cut a telegraph line at Buair on March 24, sabotaged a train and twenty-five rails at Abu al-Naam on March 25, dynamited fifteen rails and cut a telegraph line at Istabl Antar on March 27, raided a Turkish garrison and derailed a train on March 29, returned to Buair and sabotaged the railway line again on March 31, dynamited eleven rails at Hedia on April 3, raided the train line in the area of Wadi Daiji on April 4 and 5, and attacked twice on April 6.

  Lawrence’s masterstroke was an assault on the port town of Aqaba. The Turks expected an attack from British ships patrolling the waters of the Gulf of Aqaba to the west. Lawrence decided to attack from the east instead, coming at the city from the unprotected desert, and to do that, he led his men on an audacious, six-hundred-mile loop—up from the Hejaz, north into the Syrian desert, and then back down toward Aqaba. This was in summer, through some of the most inhospitable land in the Middle East, and Lawrence tacked on a side trip to the outskirts of Damascus in order to mislead the Turks about his intentions. “This year the valley seemed creeping with horned vipers and puff-adders, cobras and black snakes,” Lawrence writes in Seven Pillars of Wisdom about one stage in the journey:

  We could not lightly draw water after dark, for there were snakes swimming in the pools or clustering in knots around their brinks. Twice puff-adders came twisting into the alert ring of our debating coffee-circle. Three of our men died of bites; four recovered after great fear and pain, and a swelling of the poisoned limb. Howeitat treatment was to bind up the part with snake-skin plaster, and read chapters of the Koran to the sufferer until he died.

  When they finally arrived at Aqaba, Lawrence’s band of several hundred warriors killed or captured twelve hundred Turks and lost only two men. The Turks simply had not thought that their opponent would be crazy enough to come at them from the desert.

  Sir Reginald Wingate called Lawrence’s men an “untrained rabble.” He saw the Turks as the overwhelming favorites. But can you see how strange that was? Having lots of soldiers and weapons and resources—as the Turks did—is an advantage. But it makes you immobile and puts you on the defensive. Meanwhile, movement, endurance, individual intelligence, knowledge of the country, and courage—which Lawrence’s men had in abundance—allowed them to do the impossible, namely, attack Aqaba from the east, a strategy so audacious that the Turks never saw it coming. There is a set of advantages that have to do with material resources, and there is a set that have to do with the absence of material resources—and the reason underdogs win as often as they do is that the latter is sometimes every bit the equal of the former.

  For some reason, this is a very difficult lesson for us to learn. We have, I think, a very rigid and limited definition of what an advantage is. We think of things as helpful that actually aren’t and think of other things as unhelpful that in reality leave us stronger and wiser. Part One of David and Goliath is an attempt to explore the consequences of that error. When we see the giant, why do we automatically assume the battle is his for the winning? And what does it take to be that person who doesn’t accept the conventional order of things as a given—like David, or Lawrence of Arabia, or, for that matter, Vivek Ranadivé and his band of nerdy Silicon Valley girls?

  3.

  Vivek Ranadivé’s basketball team played in the National Junior Basketball seventh-and-eighth-grade division representing Redwood City. The girls practiced at Paye’s Place, a gym in nearby San Carlos. Because Ranadivé had never played basketball, he recruited a couple of experts to help him. The first was Roger Craig, a former professional athlete who worked for Ranadivé’s software company.1 After Craig signed on, he recruited his daughter Rometra, who had played basketball in college. Rometra was the kind of person you assigned to guard your opponent’s best player in order to render her useless. The girls on the team loved Rometra. “She has always been like my big sister,” Anjali Ranadivé said. “It was so awesome to have her along.”

  Redwood City’s strategy was built around the two deadlines that all basketball teams must meet in order to advance the ball. The first is the time allotted for the inbounds pass. When one team scores, a player from the other team takes the ball out-of-bounds and has five seconds to pass it to a teammate on the court. If that deadline is missed, the ball goes to the other team. Usually that’s not an issue, because teams don’t hang around to defend against the inbounds pass. They run back to their own end. Redwood City did not do that. Each girl on the team closely shadowed her counterpart. When some teams play the press, the defender plays behind the offensive player she’s guarding in order to impede her once she catches the ball. The Redwood City girls, by contrast, played a more aggressive, high-risk strategy. They positioned themselves in front of their opponents to prevent them from catching the inbounds pass in the first place. And they didn’t have anyone guard the player throwing the ball in. Why bother? Ranadivé used that extra player as a floater who could serve as a second defender against the other team’s best player.

  “Think about football,” Ranadivé said. “The quarterback can run with the ball. He has the whole field to throw to, and it’s still damned difficult to complete a pass.” Basketball was harder. A smaller court. A five-second deadline. A heavier, bigger ball. As often as not, the teams Redwood City was playing against simply couldn’t make the inbounds pass within the five-second limit. Or else the inbounding player, panicked by the thought that her five seconds were about to be up, would throw the ball away. Or her pass would be intercepted by one of the Redwood City players. Ranadivé’s girls were maniacal.

  The second deadline in basketball requires a team to advance the ball across midcourt into its opponent’s end within ten seconds, and if Redwood City’s opponents met the first deadline and were able to make the inbounds pass in time, the girls would turn their attention to the second deadline. They would descend on the girl who caught the inbounds pass and “trap” her. Anjali was the designated trapper. She’d sprint over and double-team the dribbler, stretching her long arms high and wide. Maybe she’d steal the ball. Maybe the other player would throw it away in a panic—or get bottled up and stalled, so that the ref would end up blowing the whistle.

  “When we first started out, no one knew how to play defense or anything,” Anjali said. “So my dad said the whole game long, ‘Your job is to guard someone and make sure they never get the ball on inbounds plays.’ It’s the best feeling in the world to steal the ball from someone. We would press and steal, and do that over and over again. It made people so nervous. There were teams that were a lot better than us, that had been playing a long time, and we would beat them.”

  The Redwood City players would jump ahead 4–0, 6–0, 8–0, 12–0. One time they led 25–0. Because they typically got the ball underneath their opponent’s basket, they rarely had to attempt the low-percentage, long-range shots that require skill and practice. They shot layups. In one of the few games that Redwood City lost that year, only four of the team’s players showed up. They pressed anyway. Why not? They lost by only 3 points.

  “What that defense did for us is that we could hide our weaknesses,” Rometra Craig said. “We could hide the fact that we didn’t have good outside shooters. We could hide the fact that we didn’t have the tallest lineup. Because as long as we played hard on defense, we were getting steals and getting easy layups. I was honest with the girls. I told them, ‘We’re not the best basketball team out there.’ But they understood their roles.” A twelve-year-old girl would go to war for Rometra. “They were awesome,” she said.

  Lawrence attacked the Turks where they were weak—along the f
arthest, most deserted outposts of the railroad—and not where they were strong. Redwood City attacked the inbounds pass, the point in a game where a great team is as vulnerable as a weak one. David refused to engage Goliath in close quarters, where he would surely lose. He stood well back, using the full valley as his battlefield. The girls of Redwood City used the same tactic. They defended all ninety-four feet of the basketball court. The full-court press is legs, not arms. It supplants ability with effort. It is basketball for those who, like Lawrence’s Bedouin, are “quite unused to formal warfare, whose assets [are] movement, endurance, individual intelligence…courage.”

  “It’s an exhausting strategy,” Roger Craig said. He and Ranadivé were in a conference room at Ranadivé’s software company, reminiscing about their dream season. Ranadivé was at the whiteboard, diagramming the intricacies of the Redwood City press. Craig was sitting at the table.

  “My girls had to be more fit than the others,” Ranadivé said.

  “He used to make them run!” Craig said, nodding.

  “We followed soccer strategy in practice,” Ranadivé said. “I would make them run and run and run. I couldn’t teach them skills in that short period of time, and so all we did was make sure they were fit and had some basic understanding of the game. That’s why attitude plays such a big role in this, because you’re going to get tired.”

  Ranadivé said “tired” with a note of approval in his voice. His father was a pilot who was jailed by the Indian government because he wouldn’t stop challenging the safety of the country’s planes. Ranadivé went to MIT after he saw a documentary on the school and decided that it was perfect for him. This was in the 1970s, when going abroad for undergraduate study required the Indian government to authorize the release of foreign currency, and Ranadivé camped outside the office of the governor of the Reserve Bank of India until he got his money. Ranadivé is slender and fine-boned, with a languorous walk and an air of imperturbability. But none of that should be mistaken for nonchalance. The Ranadivés are relentless.